Cisco AE Account Executive – Services Buying Programs 

United Kingdom, England, London 

377773839

What You’ll Do

Your role will combine the expertise of an Account Executive Services Premium with the acumen of an Account Executive Buying Programs. As an Integrated Services and Buying Programs Act Exec, you will be the chief outcomes and services strategist, leading both the services and software strategies, with a focus on Lifecycle & Professional Services, Premium Services (Point of Sale & Uncovered Product Attach upsell), and Enterprise Agreements via the a la carte to EA sales motion. You will understand your customers' business in such an intimate way as to create compelling sales opportunities aligned with their defined business outcomes, financial needs, and long- term objectives. Utilizing the Cisco Sales and Lifecycle Selling methodology, you will drive incremental value for the customer and growth for Cisco with a customer beneficial, single Services and Buying Program solution.

• Build services and buying programs account strategy, including in the annual Account Planning process.
• Identify customer KPIs, quantify the pain (initial ROI), and create value case for customer.
• Accountable for the coordination of CX and Buying Programs resources to create scope and quote.
• Expert- level Buying Program and licensing knowledge that includes total cost of ownership, benefits and risk analysis, to build and deliver a strategic customer- outcomes focused proposal tailored to multiple customer personas including LOB, Procurement and IT5. Support upsell of Services renewal opportunities to premium offers.
• Owns renewal and expansion of Buying Programs and ensuring True Forward is forecasted

Seller Expectations

• Owner of alignment on services and Buying Programs strategy with customer and Account Team, educating and mentoring the AM’s where needed
• Utilize, be measured against, and be accountable for MEDDPICC sales methodology, specifically Responsibility Matrix and Scorecard
• Experts in value and ROI of our Buying Programs compared to a la carte
• Mastery of Buying Programs quoting and ordering tools

You will drive revenue growth by identifying, developing, pricing, and closing multi- architecture enterprise agreements while increasing Premium Services offerings and penetration, as well as new and recurring annual services incremental contract value.

While leading contract/legal negotiations, you’ll manage the internal approval process and understand internal compensation drivers to influence portfolio positioning.

Managing the pipeline and forecast ensuring accurate and timely updates.

Who You’ll Work With

Success is directly associated with creating strong and meaningful customer relationships and attainment of sales targets from net- new services and buying programs growth in your assigned accounts. You will collaborate with the extended account team: Account Manager, Sales Engineering, Solutions Architects, Software and Service Renewal Managers, Core Services seller, Delivery, Legal, Finance, and our Partner ecosystem to develop services and software strategies and drive new opportunities to closure.

Minimum Skills

• 2- 5 years proven experience in Services and/or Software sales, with a track record of meeting or exceeding sales quotas.
• Strong understanding of lifecycle services, professional services, and enterprise software agreements.
• Ability to develop trusted relationships based on deep understanding of the customer’s perspective.
• Expertise in Consultative and financial solution selling aligned to each customer’s unique business problems and strategic objectives.
• Uncovers and understands customer strategies and objectives; identifies and manages multiple buyer personas (c- level, technical, economic, etc.).

Desired Skills

• Ability to tailor messages to an appropriate audience.
• BA/BS degree in technology related fields or marketing/management.
• Strategic thinker with the ability to drive sales motion transformation from hardware to software and utilize Services to meet customers desired outcomes, utilizing familiarity with services, software licensing, buying programs, and contract management.
• Collaborate and drive cross functional team within Cisco through influence of desired outcomes
• Ability to work collaboratively with cross functional teams within Cisco through influence of desired outcomes: sales teams, business entities, and partners.
• Understanding of Key Drivers and Strategic Imperatives of relevant industry
• You hold yourself accountable for driving new and incremental business within your customer base.
• You will be tenacious in the hunt and closure of sales opportunities.